What are the main differences between Eastern and Western approaches to negotiation? If you approach a negotiation with an Eastern counterpart taking a Western mindset, what do you need to know to succeed? According to Mala Subramaniam, you have to take your different cultures into consideration. Learn the keys to blending Eastern and Western negotiation styles in this special throwback episode of Negotiations Ninja!

What is the mindset shift that needs to happen for you to embrace self-advocacy? Why is it important to nail down the value you’re providing and the future value of your contributions? How do you help them see your vision for future success? These are just a few of the questions Jamie Lee conquers in this episode of Negotiations Ninja. Jamie Lee is an executive coach for women who hate office politics but want to get promoted—and get better pay—without throwing anyone under the bus.

• [1:46] Learn more about Jamie Lee
• [2:35] The concept of self-advocacy 
• [4:12] How to shift your mindset 
• [7:43] It’s not about proving yourself
• [9:56] How to articulate your future value
• [13:51] Building internal relationships 
• [18:20] Protect yourself by saying “no” 
• [22:23] Choose your battles wisely
• [23:05] Other factors at play in decision-making

• Political Savvy by Joel DeLuca, Ph.D.

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What do you need to do to drive value in negotiation? Stephen Kozicki has nailed down three questions you have to ask: 

1. What are we asking them to do?
2. What risks are we asking them to take?
3. What is the value we will deliver in this negotiation?

The value we deliver has to be tangible, measurable, and tradeable. How do you make sure you’re hitting the mark? How do you avoid costly mistakes? Find out in this throwback episode of Negotiations Ninja! 

What should mediation preparation look like? How do you select the best mediator for your case? How do you make the most of a mandatory negotiation should you ever find yourself in that position? Amy Mariani—who practiced law for 20 years before transitioning into mediation—answers these questions and so much more in this episode of Negotiations Ninja. 

• [1:43] Get to know Amy Mariani
• [3:10] How to prepare for a mediation
• [6:57] Power, punishment, and principle
• [10:09] How to select the right mediator
• [13:16] How a mediator remains unbiased
• [15:27] Is mediation in the US legally binding? 
• [16:38] How people can misuse mediation
• [17:25] Making the most of the mediation process
• [20:57] The differences between litigators and mediators
• [23:39] When a mediator shouldn’t be involved

• Mariani Mediation
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According to Mark Davis, “Culture at its very nature is pervasive in all negotiation and, in fact, it should be a framework through which you can overcome these obstacles and they rise to the surface.”

Cultural awareness is key to any negotiation, even if it isn’t overtly across cultures. So how do you develop cultural awareness? How do you learn to adapt your perspective to take into account what’s important to other cultures? Mark covers what you need to know to begin to develop cultural awareness in this throwback episode of Negotiations Ninja!

Germany, Austria, and Switzerland are all countries that speak German. And though they speak the same language, each has a unique culture and negotiating style. The way they approach communication, formalities, aggressiveness, etc., varies significantly.

Mihai Isman is an International Negotiator & Conflict Resolution Expert from Germany. In this episode of Negotiations Ninja, he compares and contrasts how the Germans, Austrians, and Swiss people negotiate.

• [1:50] Learn more about Mihai Isman
• [2:44] How Germans, Austrians, and Swiss communicate differently 
• [6:02] How an American should approach negotiating with a German
• [11:55] Each country’s history dramatically impacts their negotiating style
• [15:31] The differences in formalities and aggressiveness in negotiation
• [20:25] How to avoid offending Germans, Austrians, and Swiss
• [29:01] You can’t change the rules of the game

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Negotiating via email, text, social media, Zoom, or any other virtual way of communication is tricky, at best. A written conversation doesn’t allow for reading body language, tone of voice, etc. So when you can’t pick up the phone or meet in person, are you doomed to fail? Or do you just need to master a different skillset? Giuseppe Conti shares the dos and don’ts of negotiating via written communication in this throwback episode of Negotiations Ninja!

Why do customers decide not to do something? How can you overcome customer indecision? How do you move someone past “maybe” and “I’ll think about it” to saying “no,” or—even better—saying “yes?” 

Matt Dixon and his team studied 2.5 million recorded sales conversations. They found that 40–60% of all opportunities are lost to no decision. And these are opportunities where the customer goes through the entire sales process, which can take weeks, months, or sometimes years. Why does this happen?

Matt shares his research on the matter—and what you can do to overcome indecision—in this episode of Negotiations Ninja. Check it out! 

• [1:40] Learn more about Matt Dixon 
• [2:47] Why is indecision part of the equation?
• [7:45] The two root causes of no-decision losses
• [11:50] Don’t ignore the status quo but…
• [13:07] When indecision rears its ugly head
• [15:49] How to combat indecision
• [19:25] Put your money where your mouth is
• [24:16] The JOLT method to overcome indecision

• The Effortless Experience
• The Challenger Sale
• The JOLT Effect
• Sales Impact Academy
• Tethr

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Cyberterrorism is becoming prevalent. Highly intelligent criminals associated with cartels and sovereign nations like North Korea, China, Russia, etc. are mining for any data they can find. State actors take data and leverage it however they please, without conscience. That’s why cyberterrorism negotiation is becoming part of the negotiation conversation. Everyday businesses and even healthcare organizations need to be adequately prepared. Learn what that looks like in this throwback episode with Cal Chrustie (who spent 33 years with the Canadian Federal Police negotiating kidnaps and extortions).

You’re a small organization about to enter a negotiation with a large company. You’re prepared to go in and sign the contract because simply doing business with them could be astronomical for your company. But just because you’re a small company doesn’t mean you can’t negotiate with Goliaths. In this episode of Negotiations Ninja, Christine McKay shares how you can strategically use contracts to negotiate better terms, even as a small fry. Don’t miss it.

• [1:32] Learn more about Christine McKay
• [1:59] How small organizations can negotiate with goliaths
• [4:22] What are the implications of saying “yes?” 
• [8:03] How can you become more aware of emotions?
• [13:22] Leverage is something you volunteer to give up
• [18:15] Renegotiation is always an option
• [20:08] Christine’s contract risk review process

• Why Not Ask?: A Conversation About Getting More
• The Power of a Positive No: How to Say No and Still Get to Yes

• Venn Negotiation
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